International Negotiation: Process and Strategies

ISBN-13: 9781107651487 / Angielski / Miękka / 2016 / 295 str.

Ho-Won Jeong

Opis

An in-depth introduction to negotiation, drawing on numerous real-world examples. Accompanied by a rich suite of online resources.

Recenzje

'This wise and welcome textbook is founded on impressive command of the recent multidisciplinary literature of international negotiation analysis. Placing rational game theory at its center, the book also recognizes its limitations and integrates extensive insights from informal theories, psychological experiments, and case studies.' John Odell, University of Southern California

Spis treści

Introduction: 1. Negotiation: an overall framework; Part I. Strategic Analysis: 2. Game theory: basics and perspectives; 3. Strategies for conflict and cooperation; 4. Sequential games and strategic moves; 5. Bargaining games; Part II. Negotiation Process, Behavior and Context: 6. Negotiation dynamics; 7. Negotiation process and activities; 8. Bargaining behavior; 9. Psychological and institutional context; Part III. Extensions and Variants: 10. Mediation; 11. Multilateral negotiation; 12. Reflection and synthesis.

O autorze

Jeong, Ho-Won
Ho-Won Jeong is Professor of Conflict Analysis and Resolution at George Mason University, Virginia. Professor Jeong is a founding editor of the journals Peace and Conflict Studies and the International Journal of Peace Studies. His previous books include Understanding Conflict and Conflict Analysis (2008), Conflict Management and Resolution (2009) and Peacebuilding in Postconflict Societies (2005).